Psychology in Negotiations

Most negotiations are lost at the relationship level. What is often forgotten here: our negotiation partner is also a person with needs and goals. The person who recognises them can achieve better negotiation results. This seminar is dedicated to the people and their patterns of behaviour in negotiations, though we also reflect on our own patterns of behaviour.


  • Typical mistakes in negotiations
  • Psychological conduct of negotiation
  • STAR – a personality preference model for negotiators
  • Identifying and sizing up your counterpart
  • Ways to communicate and relate
  • Video clip: „When we were Kings“ Practical experience of attendees / team coaching
  • Negotiation simulation with video feedback
  • Optional: negotiation simulation with a business actor

Duration: 2 days

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